John Crowder joins us to unpack what most medical sales reps are getting wrong in today’s healthcare landscape. Traditional sales tactics are no longer enough, John explains why, and what modern reps must do to stay competitive.

We dive into the real impact of disruptive technologies, and how they demand a completely new skill set. John shares how emotional intelligence has become a key differentiator in sales, and why understanding both logic and emotion is essential for building trust and closing deals.

Training isn’t what it used to be. John outlines how microlearning, repetition, and real-time coaching are transforming how top teams develop lasting skills. He also shares why outdated training models are failing today’s reps.

Compliance is another major hurdle. John reveals how to have ethical, solution-focused conversations that still drive impact, especially with time-strapped providers. He also highlights the power of behavioral assessments in hiring and coaching.

Finally, we explore the shift from pitching products to delivering real, personalized value. John explains how reps can build deeper relationships by leading with empathy, relevance, and purpose, not just features and benefits.

Whether you’re just breaking in or looking to lead at a higher level, this episode gives you the mindset, tools, and strategies to stay relevant and win in medical sales today.

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Courtney Turich shares the journey of Cooler Heads, the startup behind a scalp cooling device that helps chemo patients keep their hair and dignity.

From early challenges to reaching over 100 infusion centers, she reveals how awareness, advocacy, and social media-fueled their growth.

We explore the emotional impact of scalp cooling, the barriers to oncologist adoption, and the company’s commitment to patient education.

Courtney also offers career advice for breaking into medical sales, thriving in startups, and leading with purpose.

This is a must-listen for anyone who wants to build a mission-driven career, create a real impact in healthcare, or understand what it takes to grow a successful medical startup.

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Ready to elevate your medical sales game? In the final episode of our Unfiltered Medical Sales mini series, seasoned expert Todd Crowder shares his top strategies for mastering client interactions and building lasting relationships. From choosing the right setting for a meeting to reading the emotional cues of your audience, Todd breaks down the art of creating connection while driving results, comparing the process to learning a manual transmission — smooth, responsive, and always in control.

We explore the deeper side of sales, where emotional intelligence, patience, and authenticity matter more than flashy pitches. Todd unpacks how to build trust with the entire medical team, not just decision-makers, and why treating every encounter like a professional first date can lead to stronger relationships and more consistent wins.

Through engaging real-life stories, Todd reveals how genuine rapport can lead to long-term partnerships, even if the first meeting doesn’t result in a closed deal. He also shares key strategies for maintaining clear boundaries and avoiding the friend zone, where good intentions can sometimes undermine credibility and results.

Packed with actionable advice and sharp insights, this episode is a powerful close to our series, perfect for both aspiring reps and seasoned professionals looking to level up. Don’t miss this final chapter in the Unfiltered Medical Sales journey.

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In this episode, industry veteran Todd Crowder shares powerful insights on professional presence in medical sales — from wardrobe choices to workplace dynamics. Drawing clever parallels between interviews and first dates, Todd explains why business dress still matters and how details like grooming and attire can shape first impressions in both virtual and in-person settings.

We dive into the complex role of appearance in the medical device industry, including how visible tattoos, piercings, and personal style can impact hiring outcomes. Todd offers thoughtful advice on navigating these challenges — especially for minorities and Black women — in environments where unconscious bias may still be present. The conversation expands into the evolving landscape of Diversity, Equity, and Inclusion, and how candidates can stay grounded while navigating shifting professional expectations.

Todd also speaks directly to older professionals making a career pivot into medical sales. He breaks down how to turn life experience into a strategic asset, tackle ageism with confidence, and prepare financially for the transition. We wrap with a candid look at maintaining professionalism in male-dominated industries and offer practical communication tips for building strong, respectful relationships on the job.

Packed with real talk, personal stories, and actionable advice, this episode is a must-listen for anyone looking to break into or level up in medical sales.

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In the Unfiltered Medical Sales Series, Todd Crowder pulls back the curtain on the raw, real-world challenges of breaking into and thriving in medical sales. Through gripping stories and behind-the-scenes insights, Todd shares the high-stakes interview moments that test candidates' resilience, adaptability, and character — giving you a no-nonsense look at what it truly takes to stand out.

From navigating uncomfortable conversations to turning interviews into opportunities for authentic connection, Todd shows why top performers in this industry are more than just polished resumes — they're relentless, resourceful, and ready for anything.

He also dives into the psychology behind success in medical sales — unpacking how money and fear drive behavior, performance, and leadership. Learn how to identify candidates with the mental toughness to succeed without burning out, and how sales managers can harness those motivators to build unstoppable teams.

For clinicians making a career shift or recent grads aiming for their first break, Todd emphasizes the power of relationships over credentials — and why mastering rapport will get you further than memorizing product specs. With actionable strategies, red flags to watch for, and tips for nailing interviews with confidence, this series is your unfiltered guide to launching and leveling up in the medical sales world.

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Jasper Freeman, Director of National Accounts at SC Pharmaceuticals, didn't just return to medical sales—he came back with a mission to change it.

In this episode, Jasper shares how he helped launch FUROSCIX, a revolutionary heart failure treatment designed to keep patients out of the hospital and improve care at home. But that's just the beginning.

We dive into:

• The untold story of Pharmacy Benefit Managers (PBMs) and their massive influence over drug pricing and access
• Why the insurance-sales-patient triangle is the key battleground in healthcare innovation
• What the U.S. can learn from other countries about lowering costs and improving care
• Bold reform ideas—from slashing med school tuition to rethinking drug distribution

This is a rare, behind-the-scenes look at the business of healthcare, guided by someone who's lived it at the highest levels.

If you're in medical sales—or trying to break in—this episode is a masterclass on what's next and how to lead the change.

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In this episode, Dr. Vishal P. Rekhala, an interventional pain management specialist, joins us to explore a game-changing approach to launching private medical practices through Independent Practice Partners (IPP). We unpack how IPP helps physicians go from concept to fully operational practice in as little as six months — without the usual red tape and overwhelm.

Dr. Rekhala shares how a visionary group of ophthalmologists founded IPP to challenge the status quo and empower doctors to reclaim control of their careers. We discuss how this model is giving new life to private practice, especially at a time when many physicians feel trapped by hospital systems and insurance giants.

As consolidation tightens its grip on healthcare, this conversation reveals how IPP offers a path to autonomy, financial growth, and better work-life balance — something many young doctors crave but struggle to achieve. We also spotlight the critical role of medical sales reps in this journey, acting as trusted guides who help physicians navigate the complex terrain of starting and scaling their own practices.

From revenue cycle management and regulatory hurdles to the rise of boutique cash-pay practices, this episode is packed with real-world insights for physicians and sales professionals alike. Whether you're a doctor dreaming of independence or a rep looking to expand your impact, this conversation is your roadmap to thriving in today's evolving medical landscape.

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In this episode, we sit down with Sara Schweitzer, a passionate recruiter in Stryker's spine division, whose journey into medical sales and recruiting is anything but ordinary. Sara opens up about her transition from the pharmaceutical world at AbbVie—where, during the pandemic, her work felt more like moving boxes than impacting lives—to finding real purpose in helping others land life-changing careers in med tech.

Sara gets real about what it takes to succeed in this competitive industry. From breaking down the misconceptions about medical sales to highlighting the grit, resilience, and self-awareness it truly demands—especially in high-pressure specialties like spine—she offers listeners a refreshingly honest perspective.

She also dives into the tools she uses to match candidates with the right roles, and explains how programs like Evolve Your Success are helping future reps find clarity before they ever step into an interview. With many successful placements under her belt, Sara's advice is packed with both heart and hard truths.

We also step into her world outside of work—her excitement about becoming a mother, her love of fantasy novels, and how her personal values shape the way she leads and connects with people.

Whether you're already in the field or just exploring the idea of medical sales, this episode delivers actionable insights, relatable stories, and the inspiration to take the next right step in your career.

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Todd Crowder's path into medical sales wasn't just a career choice—it was a legacy in the making.

Growing up with a father who built a prolific career at Ethicon, Todd was immersed in the industry from an early age. But instead of simply following in his father's footsteps, he forged his own path, bringing a unique blend of military discipline, strategic thinking, and entrepreneurial drive into the world of medical sales.

In this episode, Todd shares:

• How his experience as a Patriot Missile Officer shaped his leadership and sales approach.
• The realities of working with his wife, who owns the distribution company where he's an account executive.
• The differences between capital equipment and disposable sales—and what every rep should know.
• The truth about medical sales earnings and how to build generational wealth.
• Why he made the bold move to a 1099 sales role—and what it takes to bet on yourself.

Whether you're breaking into medical sales, exploring leadership opportunities, or considering a 1099 career shift, Todd's insights will challenge you to think bigger and take ownership of your future. 

Don't miss this powerful conversation.

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This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/javqr7

Want to thrive in medical sales? In this episode, TJ, a regional business director specializing in cardiology, shares insider strategies for success—from fostering a growth mindset to mastering self-leadership. Learn how top performers refine their processes, understand their motivations, and leverage innovation to drive sales in coronary artery disease and structural heart technologies.

Discover why psychology beats tactical selling when building strong healthcare partnerships and how relationship-building is the key to long-term success. TJ also reveals how Boston Scientific onboards new reps to ensure they make an impact from day one, engaging effectively with hospital accounts.

Thinking about breaking into medical sales from a different industry? We explore how a restaurant server can successfully pivot into medical sales, the importance of demonstrating growth, and what hiring managers look for in standout candidates. Plus, get expert tips on acing interviews, crafting personalized follow-ups, and making authentic connections that lead to opportunities.

Whether you’re a seasoned rep, an aspiring medical sales professional, or a leader looking to build a high-performing team, this episode is packed with real-world insights, career strategies, and actionable advice to help you succeed in the dynamic world of medical sales.

Meet the guest:

TJ Jones is a Regional Sales Director for Boston Scientific, a global company that transforms lives through innovative medical solutions. He is passionate about positively impacting patient care and helping sales professionals reach new milestones professionally and personally.

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